Fine Art of Prospecting Builds Relationships, Increases Sales

by Richard Libin
WardsAuto, Industry Voices
December 12, 2014

Prospecting is a lost art. It has to be taught, nurtured and perfected.  Yet in most businesses today, it’s rare that anyone teaches salespeople how to prospect. 

Delays Drive Dealership Customers Crazy

by Steve Finlay
WardsAuto
March 14, 2014

Dealership selling of finance and insurance products comes down to the “V” word: value.

So says F&I trainer Ron Reahard of Reahard and Associates. “Unfortunately, the process at some dealerships is designed to add value for the dealership, not the customer.”

F&I managers are most effective when they convey an impression of professional helpfulness. They stumble when customers sense a hard sell.

“Does the customer feel you are trying to help or sell?” Reahard says. “The process has to help them, or they’ll do everything to avoid it.”

The Easy Way To Grow Every Year...Manage Your Sales from the Bottom Up

by Joe Verde
Agent Entrepreneur
November 12, 2014

What’s wrong with this picture?

That’s easy to spot – this person’s sales are stuck at an average of 12 units each month from too many bad months.

They can definitely sell more. In fact, in their three best months with sales of of 15, 16 and 15 (totaling 46) they sold 35% more than in their four worst months with sales of of 8, 9, 8 and 9 (34).

The Problem With Growing